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The Center for Sales Strategy Blog

Sales Leadership Series with Carrie Berkbuegler, Director of Sales at Zimmer Communications

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Straight from the Director of Sales at Zimmer Communications, Carrie Berkbuegler discusses sales leadership, sales performance tips, and answers a few questions that we all have.

You’ll get answers to questions like – what are the key performance metrics you track? What are the big rocks that you’re focused on? And how has sales management changed over the past few years?

Tune in now or keep reading for a brief overview.

Topics: sales performance sales leadership

Sales Leadership Series: Scott Sutherland, SVP/Market Manager, Phoenix, Bonneville International

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What big rocks should sales managers focus on? What should they be doing or learning right now to ensure success?

On this episode of the Sales Leadership Series, Scott Sutherland, VP/Market Manager of the Phoenix Market at Bonneville International, joins host Matt Sunshine to answers these questions and discuss sales and executive leadership tips.

Tune in now or keep reading for a brief overview.

Topics: sales performance sales leadership

The Expert's Guide to a Successful Sales Organization Structure

Experts Guide to Sales Structure

Sales organizations have evolved over the years, and the old hierarchical structure just won’t do anymore.

A successful sales organization structure allows you to maximize your profit. This article will help you get started.

Topics: sales structure sales leadership

Sales Leadership Series with Tom Morris, Author of Plato’s Lemonade Stand

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For years, we've heard the phrase make lemonade out of lemons. How do you make lemonade out of lemons?

In this episode of the Sales Leadership Series, Tom Morris, Author of over 30 books, including his latest, "Plato’s Lemonade Stand," joins the show to talk about challenge, change, difficulty and delight. This discussion took concepts from his books and applied them to sales leadership and tips for sales leaders.

Tune in now or keep reading for a brief overview.

Topics: sales leadership

Sales Leadership Series with Jason Randall, CEO of Questco

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Throughout the entire fourth season of the Improving Sales Performance series, host Matt Sunshine will talk to leaders, CEOs, Executives, and authors about their businesses and how they improve revenue performance. 

The series kicks off a Sales Leadership Series where Matt Sunshine discusses sales and executive leadership tips with Jason Randall, CEO of Questco and author of, "Beyond The Superhero: Executive Leadership For The Rest Of Us."

Tune in now or keep reading for a brief overview!

Topics: sales leadership

Micromanagement — The Pros and Cons That Every Manager Should Know

Micromanagement — The Pros and Cons That Every Manager Should Know

Every manager or business leader has their own style of managing their teams. While some managers believe in empowering their subordinates with autonomy, others like to keep the discretion to themselves.

However, the smartest of managers are those who keep modifying their management styles with the latest workplace trends. Speaking of workplace trends, you already know that a lot about workplaces are changing at a swift pace. Now when remote working and hybrid offices are the new working dimensions, a lot is bound to get overhauled.

Are the positive effects of micromanagement enough to outweigh the downsides, or is it the other way around? Every manager should mull over this when they consider the significance or the relevance of micromanagement.

Topics: sales management sales leadership

Leadership Development–Developing Managers Into Leaders

Leadership Development

Promoting someone to a manager doesn't make them a leader.

While managers have power, they too often lack the skills to use that power effectively. What you want is a strong sales leader, but how do you get there?

That question is why we've written this guide to people management and leadership development. We'll review the core difference between a manager and a true leader and how to train managers to get there.

Topics: sales leadership leadership development

Don't Identify Problems, Solve Them!

Dont Identify Problems, Solve them

Excuse me, while I pull out my "soapbox", I'm about to go on a rant!

Nothing irritates me more than when people confuse activity with productivity. We have created an environment where checking off our to-do list every day, attending meetings, and responding to emails means that you were productive.

That's just wrong. 

You were not productive. You were busy. Busy does not equal productivity.

Topics: sales process sales leadership

How CEOs Can Improve Sales Leadership

How CEOs Can Improve Sales Leadership

Did you know that there are over 195,000 CEOs employed in the United States? Most people start their own business or work their way to the top to be their own boss. Even as the boss, you have major responsibilities to handle.

If you're the CEO of a sales company, you have a responsibility to improve sales leadership. Our guide explains how to do it so you can increase sales and boost business.

Topics: sales leadership